James K. Sebenius
There are 7 articles for this faculty member.
HBS Cases: Negotiating with Wal-Mart
| Published: | April 28, 2008 |
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| Feature: | Lessons from the Classroom |
What happens when you encounter a company with a great deal of power, like Wal-Mart, that is also the ultimate non-negotiable partner? A series of Harvard Business School cases by James Sebenius and Ellen Knebel explore successful deal-making strategies. From the HBS Alumni Bulletin.
Published in 2006
Negotiating in Three Dimensions
| Q&A with: | James K. Sebenius |
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| Published: | October 2, 2006 |
| Feature: | Research & Ideas |
"Negotiation is increasingly a way of life for effective managers," say HBS professor James Sebenius and colleague David Lax. Their new book, 3-D Negotiation, describes how you can shape important deals through tactics, deal design, and set-up, and why three dimensions are more powerful than one. Here's a Q&A and book excerpt.
Published in 2004
A Better Way to Negotiate: Backward
| Published: | July 26, 2004 |
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| Feature: | Research & Ideas |
"When you map a negotiation backward, you envision your preferred outcome and think in reverse about how to get there," says Harvard Business School professor and negotiation specialist James K. Sebenius. From Negotiation.
Published in 2003
The Ingredients of a Deal Disaster
| Published: | March 3, 2003 |
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| Feature: | Research & Ideas |
A deal can unravel quickly if it doesn’t embody the mutual understanding—the social contract—behind the words on paper. The risk factors surrounding negotiation are detailed in this Harvard Business Review excerpt, co-authored by HBS professor James K. Sebenius.
Published in 2002
How to Negotiate "Yes" Across Cultural Boundaries
| Published: | April 8, 2002 |
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| Feature: | Research & Ideas |
Myriad factors can make or break a deal, according to Harvard Business School professor James K. Sebenius. As he explains in this excerpt from Harvard Business Review, the "web of influence" in many countries is more important than meets the eye.
Published in 2001
The Negotiator's Secret: More Than Merely Effective
| Published: | September 10, 2001 |
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| Feature: | Research & Ideas |
What turns merely effective negotiators into all-out expert negotiators? The ability to overcome six common mistakes, according to HBS professor James K. Sebenius. In this excerpt from the Harvard Business Review, he describes one of the most glaring.
Published in 1999
Building Bridges: New Dimensions in Negotiation
| Published: | October 12, 1999 |
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| Feature: | Research & Ideas |
How does a master negotiator negotiate? HBS Professor James Sebenius, founder of the school's Negotiation Unit, frames options in such a way that "what you choose in your perceived interest is, in fact, what I want." How does he accomplish this? Through what he calls "three-dimensional negotiation:" persuasion at the bargaining table; delving into the deeper interests that underlie the parties' positions; and a studied determination of whether to take the deal on the table or to walk away.
